Are they all that different? Manufacturing, Financial, Healthcare, Retail, State and Federal Government. The process and the acronyms may be different, but the challenges are the same. Do you understand their business, their current environment, and problems that keep them up at night? If you don’t, you need to do your homework. Research their company using One Source, Hoovers, WSJ and Buzz. Read all their press releases/ news and their competitors. Read executive speeches, mission statements, analysts reports, and attend the events and seminars they do. If you do all this, you’ll find the one secret.
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